Account Manager, Forage

About EAB

At EAB, our mission is to make education smarter and our communities stronger. We work with more than 2,800 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across enrollment, student success, institutional strategy, data analytics, and advancement. We work with each partner differently, tailoring our portfolio of research, technology, and marketing and enrollment solutions to meet the unique needs of every leadership team, as well as the students and employees they serve.

At EAB, we serve not only our partner institutions but each other-that's why we are always working to make sure our employees love their jobs and are invested in their communities. See how we've been recognized for this dedication to our employees by checking out our recent awards.

For more information, visit our Careers page.

About Forage

Forage provides best-in-class virtual job simulations and career preparation tools to students worldwide. The simulations offer students a real-world look at a wide variety of companies and career paths so they can make more informed choices after college. Forage's job simulations help over 100 companies build brand awareness with students, identify and nurture high-intent applicants, and increase efficiency in the recruiting process. Forage is the enterprise technology arm of Seramount, a division of EAB that provides talent solutions to 500+ corporations, including half of the Fortune 1,000.

The Role in Brief:

Account Manager, Forage

As an Account Manager, you'll be at the forefront of Forage's growth, responsible for owning and nurturing relationships with our economic buyers and budget holders within our strategic enterprise accounts. Drawing upon your proven expertise in managing enterprise accounts, you'll excel at renewal negotiations, uncovering and closing expansion opportunities, and building enduring relationships with C-suite and VP level talent leaders.

This hire will be expected to become familiar with the Forage product offerings and be responsible for a contract portfolio over ~$2.5M per fiscal year focused on Forage technology renewals and upsell opportunities, with the primary book of business being UK-based partners. Effectively communicating Forage's technology services and deliverables will be critical to this role, as will working with our Customer Success team in crafting strategy on how to best serve employer partners, and supporting our relationships with our employer partners' larger executive team.

This position may be based in Washington D.C.; Richmond, VA; or is open to remote employment within the continental United States (with a preference to East Coast or willingness to work East Coast hours). This position is aligned to Senior Manager level internally at EAB.

Primary Responsibilities:

Own & Grow Commercial Relationships

• Build productive customer relationships with VP and C-Suite level executives (economic buyers) at our enterprise partners and collaborate with Customer Success and cross-functional teams to build productive customer relationships
• Secure renewal of subscription contracts (multi-year contracts), hitting annual and semi-annual targets (with a focus on expanding subscription ARR)
• Lead on all key renewal and expansion decision conversations (may require travel onsite)
• Leverage partner renewal conversations to identify portfolio growth opportunities, including upselling enterprise partners on new Forage products
• Develop deep knowledge of each assigned enterprise partners' contracting process, budget cycle, and decision-making process and key influencers
• Successfully navigate contractual review with enterprise partners, effectively responding to enterprise partner questions and communicating urgency (in collaboration with procurement teams)
• Create and send contracts via online contracting software, complying with departmental campaigns and protocols

Strategy & Reporting

• Review partner health metrics from an objective perspective and escalate to Customer Success as necessary to ensure healthy enterprise relationships
• Maintain updated confidence levels for renewal and expansion projections, ensuring Salesforce data integrity and compliance
• Effectively manage renewal pipeline, achieving pacing targets in accordance with department goals
• Understand Forage revenue and accrual processes and incorporate knowledge into commercial strategies
• Own commercial strategy including pricing, contract length, etc., in close partnership with the Deal Desk and Strategy & Operations teams; incorporate historical data and partner financial situation

Industry Expert/Product Champion

• Serve as the voice of the market for the Forage division, monitoring and communicating partner intelligence and interests to the performance technology teams on a regular and ongoing basis, as well as developing effective strategies for maintaining visibility of services and deliverables at partner institutions
• Escalate partner service and value concerns identified via renewal conversations to Forage leadership
• Identify commercial trends through look-backs and incorporate into strategy and process improvements moving forward
• Share best practices/scripting/collateral with other members of the Commercial team to improve renewal and upsell outcomes
• Be a 1EAB agent, passing leads and teeing up/facilitating introductions

Basic Qualifications:

• Bachelor's Degree from an accredited College/University
• Ability to communicate effectively, both oral and written, with senior executives
• Willingness to travel ~20% (for partner and team based in person meetings)
• Proven team collaboration experience
• Must possess a minimum of 3-4+ years' full-time experience including a track record of success in at least 3 of the following areas:




• Commercial (sales or account management) experience
• Presentation experience
• Leadership experience
• B2B client management experience




• Self-starter who believes nothing is beneath them and nothing is above them
• Authentic relationship builder

Ideal Qualifications:

• Experience selling and/or renewing technology and/or consultative services
• Proven negotiation skills
• Demonstrated listening skills
• Experience managing multiple clients
• Proven ability to meet monthly, quarterly, and annual financial goals
• Proven experience managing multiple, competing priorities
• Experience finding multiple solutions to complex problems
• Ability to successfully overcome challenges or obstacles
• Experience developing personal organization tactics to meet business goals
• Ability to work independently and within a team environment
• Demonstrated knowledge of early talent recruiting/HR/DEI subject matter
• Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB's mission, values, and aspiration

If you've reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome new perspectives and learn from each other's unique experiences. We would encourage you to submit an application if this is a role you would be passionate about doing every day.

Compensation:

The anticipated starting salary (base) range for this role is $57,000 - $76,500 per year. Actual salary varies due to factors that may include but not be limited to relevant experience, skills, and location. At EAB, it is not typical for an individual to be hired at or near the top of the starting salary range for their role.

This hire will additionally be eligible for discretionary bonus or incentive compensation. Variable compensation may depend on various factors, such as individual and organizational performance.

Benefits:

Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include:

• Medical, dental, and vision insurance plans; dependents and domestic partners eligible
• 20+ days of PTO annually, in addition to paid firm and floating holidays
• Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each)
• 401(k) retirement savings plan with annual discretionary company matching contribution
• Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans
• Employee assistance program with counseling services and resources available to all employees and immediate family
• Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation
• Fertility treatment coverage and adoption or surrogacy assistance
• Paid parental leave with phase back to work program for birthing and non-birthing parents
• Access to milk shipping service to support nursing employees during business travel
• Discounted pet health insurance coverage for dog and cat family members
• Company-provided life, AD&D, and disability insurance
• Financial wellness resources and membership in a robust employee discount program
• Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities

Benefits kick in day one; learn more at eab.com/careers/benefits.

This opening is not eligible for visa sponsorship at this time; EAB will thus consider candidates who possess U.S. work authorization that does not require employment-based visa sponsorship now or in the future.

At EAB, we believe that to fulfill our mission to "make education smarter and our communities stronger" we need team members who bring a diversity of perspectives to the table and are committed to fostering a workplace where each team member is valued, respected and heard.

To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don't discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.